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229 What to Say Instead of "What else should I be asking you?"

The Art of Sales with Art Sobczak

Release Date: 04/30/2022

236 Ask for the 236 Ask for the "No" So you Can Dump Nonbuyers and Save Time

The Art of Sales with Art Sobczak

Some suggest that in sales we never ask a question to which someone can respond with a "no." That's not only false, there are many situations where we are looking for a quick "no." You'll hear when, why, and how to get that "no" to save time and move on to better prospects.

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235 How to Avoid Creating Objections show art 235 How to Avoid Creating Objections

The Art of Sales with Art Sobczak

Sales reps create more objections than were ever there to begin with. They do so by talking too much about things the other person is not interested in. It's simple to avoid. Art shares specifics as to how.

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234 A Follow-Up Mistake to Avoid, and What TO Do show art 234 A Follow-Up Mistake to Avoid, and What TO Do

The Art of Sales with Art Sobczak

Many sales are lost due to non-existent, or poor follow-up. Art shares an example of a common mistake sales reps make that cost them, and what to do to turn more follow-ups into sales.

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233 Encore Presentation of How to Never Be Rejected Again show art 233 Encore Presentation of How to Never Be Rejected Again

The Art of Sales with Art Sobczak

The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way. Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no's.

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232 How to Avoid the 232 How to Avoid the "I,I" Mistake that Kills Sales

The Art of Sales with Art Sobczak

Far too many people have the "I, I's," meaning they mostly talk about themselves and what they think. That's not a good idea for life in general, and it is fatal for sales reps. Art shares an example of how it happened to him, and what we should do to make our recommendations more sensory, and all about the listener, so that they take the action you want.

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231 A Prospecting Opening/Voice Mail Review show art 231 A Prospecting Opening/Voice Mail Review

The Art of Sales with Art Sobczak

In this episode Art reviews an opening from a sales pro who when through his Smart Calling training. You'll hear the successful Smart Calling prospecting opening process and messaging, and how even good openings can be improved with a few words added or deleted.

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230 GUEST: Being 230 GUEST: Being "Right on the Money- New Principles for Bold Sales Growth," with Colleen Francis

The Art of Sales with Art Sobczak

As everyone in sales has experienced, lots of things have changed the past couple of years, and those things began changing even before Covid. Selling the old way, in the new environment, does not work. And today’s guest, Colleen Francis, has pinpointed and summarized the new-way ideas and strategies for sales pros and leaders to help embrace and thrive moving forward.

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229 What to Say Instead of 229 What to Say Instead of "What else should I be asking you?"

The Art of Sales with Art Sobczak

A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?" The theory behind it is good, but the delivery is not, since it places all of the burden of the thinking on the listener. There is a better alternative, that makes it easier for them to answer, anf for you to get great information. You'll hear the exact formula for this, so you can create your own, effective, "What else?" questions.  

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228 Warren Buffett, and Name Dropping When Prospecting show art 228 Warren Buffett, and Name Dropping When Prospecting

The Art of Sales with Art Sobczak

Art answers a question about if, and when to drop the names of other clients when prospecting.

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228 GUEST: Police Detective Interviewing and Interrogation Secrets, with Mike Butera show art 228 GUEST: Police Detective Interviewing and Interrogation Secrets, with Mike Butera

The Art of Sales with Art Sobczak

There are many similarities between professional sales, and what police detectives do in their interview and interrogation process. Today's guest, Mike Butera, is a 24-year veteran of the Omaha Police Department, having served in almost every unit. And he now is a professor at Bellevue University, teaching new officers. Mike shares a number of strategies, tactics, processes, and other fascinating insights from his experiences, and we also relate them to sales.

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More Episodes

A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?"

The theory behind it is good, but the delivery is not, since it places all of the burden of the thinking on the listener.

There is a better alternative, that makes it easier for them to answer, anf for you to get great information.

You'll hear the exact formula for this, so you can create your own, effective, "What else?" questions.